There are books that you read and talk about around the dinner table and there are books that can truly change your life and career. Any great leader can look back at their life and name a book or two that changed they way they think. Some books have lessons that stick with us for a few months while others have lessons that stick with us for the rest of our lives.
In sales, there have been hundreds and hundreds of books published about how to be more effective and how to be a better seller. From this infinite list of books and stories, we have identified four great books that we think are great reads for any sales professional today:
The title of this book kind of says everything that needs to be said. Optimism is great but not implementing tactics to achieve success will leave you disappointed. This book is about closing deals and winning business with large corporations and complex organizations. It’s a must-read sales book for anyone seeking a sales strategy for teams that sell solutions to multiple buyers in competitive evaluations.
“Effective sales leaders constantly make deposits and build networks of people… You don’t actually keep score, but you must make deposits before you can make withdrawals.”
Mike Bosworth is known as one of the best sales authors of all time. As we identified in our eBook, Relationships Matter, selling has evolved dramatically over the last few years and Mike’s thoughts continue to evolve with it. A key point delivered in this post is the importance of storytelling in sales. Mike explains that while logic and facts are necessary aspects of the sales/persuasion process, people are even more influenced through stories. Anyone who interacts with people as a part of their job should read this book. It’s a great one!
When people talk about books that have stood the test of time, this classic from Dale Carnegie usually is in the discussion. Published in 1937, this book could be on top 10 lists for virtually any personal and professional subject. The lessons shared in this book transcend from business into your day-to-day life and highlight key lessons that can help you navigate through your career. It’s sold over $15mm copies & you’ll probably never meet a leader in sales who hasn’t read it.
One of the newer books on the list, this is a book that challenges traditional thinking. The authors focus on challenging their customers to think differently and embrace discomfort instead of focusing on being buddy-buddy to make a sale. The theories and strategies here are built on extensive research, which is rare in sales books. This is a must read for any sales professional looking to become a sales leader in this new age of selling.
What books have you read recently or in the past that have changed the way you do business?